What matters most in your business?
- “My bottom line”
- “Keeping my costs as low as possible”
- “Leader in my industry”
These are 6 answers from 6 different people. 3 of them are small business owners, 2 from medium-sized companies and 1 executive from a Fortune 300 company.
What is the one answer you probably would have expected but is no where to be found?
What I find very interesting is the amount of talk that is happening about relationships and caring about your customers/clients, and not nearly as much on the above statements. Now let me say this LOUD and CLEAR – I believe that relationships are extremely important.
But maybe there is a little too much focus on them and not enough on the business itself.
Have we become so clouded on how to develop and nurture relationships that we are losing sight of what really matters? Results!
Argue with me if you want, but if at the end of the day you’re not delivering the right results, a company will cut their losses (YOU) no matter what your relationship is.
So as I said above, yes, relationships are important. They can lead to leads, depth, and more loyalty than not (I say “more loyalty” because when it comes to the bottom line of a business, loyalty can quickly be thrown out the window). I just don’t believe that should be your number one focus.
If you asked your client what was more important, results or relationships, what would he or she say? I’m guessing results.
I think finding a nice balance is the key. And by balance, I mean haveing a professional relationship with proper and constant communication, while focusing your time and energy on results and growth.
Some may say, “Relationships will lead to trust and trust will lead to more opportunity”. And they’re right. But guess what? If you deliver results on a constant basis, it will lead to MORE trust and MORE opportunity.
So let’s recap. Relationships are very important and always will be, but don’t get clouded by all the fluffiness out there. Focus on having and nurturing professional relationships with your clients, but don’t forget what really matters – results!
“To do more for the world than the world does for you, that is success” -Henry Ford-